Focus Magazine - Summer 2015 - 38
SELLINGSKILLS
How Much Will the Next
Five Minutes Matter?
5
I By Lisa Clark
To succeed as
trusted advisors,
reps must plan, act
fast, think on their
feet to make every
available moment
count.
38
A
lot can happen in five minutes. You
could knock out a few emails, or delete
the apps on your smartphone you never
use. It's also the same amount of time your reps
will likely get from a healthcare professional
during their next sales call. With great sales
skills, however, they can get much more
accomplished in that time than you might
think.
In an environment of online information
and declining access, there's a clear opportunity
for pharma reps to play a far more relevant role
in the decision-making process - by
participating in conversations highly valued by
physicians, such as those related to research,
business practices and patient outcomes.
But to succeed as trusted advisors, reps must
plan, act fast, think on their feet to make every
available moment count. is requires not only
a thorough understanding of medical science
and other issues that pertain to the physician's
practice, but compelling confidence and
situational fluency. Only 20-25 percent of
pharma reps have this skill.
Consider this: As your sales rep walks
through the lobby of the medical building he
spots a physician he has called on a few times
before. Your established drug has recently been
approved for a new indication. He's got 35
seconds. What should/would he do next? Do
you know?
Would he greet the physician and say
something like: "Hello Dr. XYZ, good to see
you. When we meet next month, I'd like to tell
you how (drug) for prostate cancer can be used
to treat pancreatic cancer more effectively than
(competitive drug). Here is the updated
prescribing information and the
trial used for approval. See
you then!"
It goes without saying that
the more skilled and
FOCUS | SUMMER 2015 | www.L-TEN.org
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Focus Magazine - Summer 2015
Table of Contents for the Digital Edition of Focus Magazine - Summer 2015
Focus Magazine
From the President: Learning Delivery: What's Your Blend?
Table of Contents
Table of Contents
Guest Editor: Surviving and Thriving in a Volatile Industry
Directions: Let the Networking Commence!
Front of the Room: Dig Deeper
Neuroscience: Memory Garden
Sales Trainer Onboarding: A Fresh Approach at Bristol-Myers Squibb
Leading Cross-Functional Teams
Change Your Paradigm, Transform Your Network
What's the BIG Idea? 3 Tips to Open Doors
Is There a Kink in Your Leadership IV?
Identity Hubs: Secure, Productive Collaboration
How Much Will the Next 5 Minutes Matter?
Virtual How: How Companies are Centralizing Training Functions
Ad Index
Focus Contacts
5 Questions with Peter Bregman
Focus Magazine - Summer 2015 - Intro
Focus Magazine - Summer 2015 - Focus Magazine
Focus Magazine - Summer 2015 - Cover2
Focus Magazine - Summer 2015 - 3
Focus Magazine - Summer 2015 - 4
Focus Magazine - Summer 2015 - From the President: Learning Delivery: What's Your Blend?
Focus Magazine - Summer 2015 - 6
Focus Magazine - Summer 2015 - Table of Contents
Focus Magazine - Summer 2015 - 8
Focus Magazine - Summer 2015 - Table of Contents
Focus Magazine - Summer 2015 - 10
Focus Magazine - Summer 2015 - Guest Editor: Surviving and Thriving in a Volatile Industry
Focus Magazine - Summer 2015 - 12
Focus Magazine - Summer 2015 - Directions: Let the Networking Commence!
Focus Magazine - Summer 2015 - 14
Focus Magazine - Summer 2015 - Front of the Room: Dig Deeper
Focus Magazine - Summer 2015 - 16
Focus Magazine - Summer 2015 - Neuroscience: Memory Garden
Focus Magazine - Summer 2015 - 18
Focus Magazine - Summer 2015 - Sales Trainer Onboarding: A Fresh Approach at Bristol-Myers Squibb
Focus Magazine - Summer 2015 - 20
Focus Magazine - Summer 2015 - 21
Focus Magazine - Summer 2015 - 22
Focus Magazine - Summer 2015 - Leading Cross-Functional Teams
Focus Magazine - Summer 2015 - 24
Focus Magazine - Summer 2015 - 25
Focus Magazine - Summer 2015 - Change Your Paradigm, Transform Your Network
Focus Magazine - Summer 2015 - 27
Focus Magazine - Summer 2015 - 28
Focus Magazine - Summer 2015 - 29
Focus Magazine - Summer 2015 - What's the BIG Idea? 3 Tips to Open Doors
Focus Magazine - Summer 2015 - 31
Focus Magazine - Summer 2015 - 32
Focus Magazine - Summer 2015 - 33
Focus Magazine - Summer 2015 - Is There a Kink in Your Leadership IV?
Focus Magazine - Summer 2015 - 35
Focus Magazine - Summer 2015 - Identity Hubs: Secure, Productive Collaboration
Focus Magazine - Summer 2015 - 37
Focus Magazine - Summer 2015 - How Much Will the Next 5 Minutes Matter?
Focus Magazine - Summer 2015 - 39
Focus Magazine - Summer 2015 - 40
Focus Magazine - Summer 2015 - Virtual How: How Companies are Centralizing Training Functions
Focus Magazine - Summer 2015 - 42
Focus Magazine - Summer 2015 - 43
Focus Magazine - Summer 2015 - Ad Index
Focus Magazine - Summer 2015 - Focus Contacts
Focus Magazine - Summer 2015 - 5 Questions with Peter Bregman
Focus Magazine - Summer 2015 - Cover3
Focus Magazine - Summer 2015 - Cover4
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